China, communication and Guanxi
An increasing number of professionals offer services for companies who have their mind set on China. These translators, interpreters, webmasters, trainers, lawyers and other consultants often join forces in umbrella networks, aiming to offer entrepreneurs wide ranging support. China Success Stories met up with Lianne Baaij, chair of such a network (Guanxi.nu) to talk about China, communication and Guanxi.
Ms Baaij is a sinology graduate and, as well as being chair of Guanxi, owns the translation and advice agency China Access. It is mainly from this latter line of work that she, above all appreciates the importance of practical experience as far as the Chinese language is concerned. “A classic example? When I just started out, my pronunciation of certain sounds was not very good. I directly messed up in my first conversation. I asked a salesman if I could kiss him (‘wen’ in the third tone is kiss and ‘wen’ in the fourth tone is ask). And this was certainly not my only slip of the tongue. When asked to order fourteen containers of aspirin, I nearly ordered forty. All because of a seemingly negligible nuance in pronunciation.”
English speaking Chinese
“My early experiences, twenty years ago, still take place on a daily basis in many business discussions and trade missions. Entrepreneurs are keen to communicate with English speaking Chinese directly without an interpreter, or even venture into a few words of Mandarin. Which quite often goes wrong. A pity, because many problems can easily be avoided by calling in an experienced interpreter. An interpreter will help to put the positive, flattering tone of the conversation partner in the right perspective. He will point out that ‘yes’ is more often mere politeness rather than a commitment.” To those who want to see how far they can get without outside help, Baaij would advise certainly not to be too direct. “Directness can be misconstrued; try to get your message over subtly and tactfully.”
Local customs
Fortunately in China, you are not per se expected to act according to local customs. “Make sure that you treat business relations as you wish to be treated yourself. Anything extra, if you are sure it is a custom, will be appreciated. But it is better to just be yourself, rather than try to adapt unnaturally. For example in China they might burp at after a meal, but do this very discreetly. My advice? Definitely do not try to join in. A typical noisy Western belch will make for an embarrassment.”
Adjustment
“It is not too difficult to learn basic communication skills required to avoid awkward situations. Concentrate and make eye contact with your conversation partner, just as they will do. Don’t be put off if the delegation is twice the size of what you expected. Try to be flexible. Even if a meeting is suddenly postponed because there is an apparently more important person to be seen at that moment. Hide your displeasure or express it with the utmost care. And certainly never raise your voice. Always remain calm, collected and polite!”
Personal investment
Baaij’s message is clear. To adapt is desirable. But don’t overdo it. “The Chinese are fully aware that you are from another culture. Remember that they also seek to achieve mutual advantage. So even if you do present your business card with one hand, the deal will be closed as intended. Presenting a card with both hands is more polite, as well as being able to speak a few words of Chinese. After all, at the end of the day, it is all about making an investment. One of time and effort, to build a solid relationship. It is, in that respect, all about Guanxi.”
Guanxi
Guanxi can be translated as having and building networks, contacts and relations. A vital ingredient for success in any business mission. “For return on investment in China, the time invested in getting to know your partners is of great essence. Make sure you know who you are dealing with, if you want to get them on your side. Take them to dinner, do the business tour or be there for Friday drinks. The business conversation that you have planned is just a small part of the bigger picture. Furthermore the advantage of a good relation is that you will be able to fall back on the established goodwill. In China that is worth a lot more than a signed contract.”
| Lianne Baaij is owner of China Access, a translation and advice bureau. She is a sinology graduate and works as a interpreter/translator of Mandarin. In this capacity she is listed in the quality register for Interpreters and Translators.Throughout her career she has gained much experience in contact with the Chinese. In the capacity of area manager of an import/export company, consultant for a translating and advice bureau and as sales manager of a Chinese airline she has honed her skills on doing business with China from various angles. She visits China about three times a year to maintain her contacts, keep up her language skills and stay in touch with the country and its culture.Baaij is also chair of Guanxi.nu. Guanxi.nu is a network of more than fifty China professionals: consultants, translators, interpreters, trainers, media specialists, etc. They help keep each other be on top of their game, share information and monitor quality. |
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